The Mindset Mentor - 5 Keys to Persuade Anyone

Episode Date: June 10, 2021

In almost everything that you do, you are using persuasion. The question is, are you any good at it? In this episode, Rob & Dean are going to teach you 5 amazing keys to get someone to say yes! Follow me on IG for more inspiration: https://instagram.com/robdialjr Want to learn more about Mindset Mentor+? For nearly nine years, the Mindset Mentor Podcast has guided you through life's ups and downs. Now, you can dive even deeper with Mindset Mentor Plus. Turn every podcast lesson into real-world results with detailed worksheets, journaling prompts, and a supportive community of like-minded people. Enjoy monthly live Q&A sessions with me, and all this for less than a dollar a day. If you’re committed to real, lasting change, this is for you.Join here 👉 www.mindsetmentor.com My first book that I’ve ever written is now available. It’s called LEVEL UP and It’s a step-by-step guide to go from where you are now, to where you want to be as fast as possible.📚If you want to order yours today, you can just head over to robdial.com/bookHere are some useful links for you… If you want access to a multitude of life advice, self development tips, and exclusive content daily that will help you improve your life, then you can follow me around the web at these links here:Instagram TikTokFacebookYoutube

Welcome to today's episode of the Mindset Mentor Podcast. I'm your host, Rob Dylann. If you have not yet done so, hit that subscribe button so that you never miss another podcast episode. And today is Thursday, which means it is the business edition of the Mindset Mentor. It also means I am joined by my best friend and business partner, Dean DeVries. Dean, what is going on, buddy? Happy Thursday. Happy Thursday. Today, we're going to be talking about something real, real fun. We're going to be talking about the art of persuasion, how to get someone to say yes. And what we're going to talk about today is influence. And we're not going to talk about manipulation. We're going to talk about how to influence and how to get someone to say yes from a place

of actually wanting to say yes versus feeling like they have to say yes. And before we dive into it, I want to give you guys a really quick story. When I was in school, before I got into sales, I was actually considering switching my major from a business major to a psychology major because I just really love the idea of what psychology was and to be able to understand humans at a deep level. And then I got into sales and I realized, oh my God, sales is all psychology. That's all that it is. There's nothing but psychology and sales. And as a 19 year old and a 20 year old, I can make more than a psychologist can right now.

If I get really good at sales. Yeah, it's the second highest paid profession. Yeah. And you can make money really easily. And so we're going to talk about sales, but just so you guys know, whether you're a salesperson or not a salesperson, whether you have a business or don't have a business, you are selling and you are influencing with every single thing that you do. So to understand how to persuade somebody from a non-manipulative standpoint is going to change every aspect of communication that you have with people. Yeah. And, you know, just think about this for a moment. And actually I'm going to use a technique that we're going to teach you a little

bit later on in this episode, but I want you to connect to what really is possible when you can influence your environment, when you can influence your results, when you can influence the people around you and not influence in a way that causes turbulence or disturbance, but rather it creates more harmony. It creates more excitement for the people around you. So we're going to be talking about actually five really important aspects of this and stick around because at the end here, we're actually going to be doing something fun.

We're going to be doing a live role play, me and Rob, of what persuasion actually looks like. And we're going to kind of deconstruct it and tell you why we're saying what we're saying. And I think that's going to be really valuable. Yeah. So we'll give you all of the five tips. Then we're going to show you the live tips in action in a role play. So you can actually see what this looks like and why we're doing it, which is exciting. So what's key number one. Key number one is, uh, and I think this is a foundational part of influence. And, uh, without this, I don't think any of the other things work, but it's to bring in the intention and position your, the way that you communicate as a win-win. When you search for the win-win, that's what is not only going to create the yes in the moment,

but when you can structure a win-win in any situation, it creates more yeses down the road. For sure. And when we first kind of talked about, as we were planning what to share today, the thing that we were connecting to is how we can get, you know, more yeses, how we can influence the people around us and the world around us to essentially align with what we want. But ultimately we have to find the yes, or I'm sorry, we have to

find the win-win in order to get those yeses. Yeah. One of the things that, that, that is a foundation of sales, which is a foundation of persuasion, is everybody is always asking themselves, what is in it for me? Whether they realize it or not, which majority of time they don't, they're always searching for what is in it for me. And so, you know, if I know that I want something and I know that you probably want something, how can I make sure that what I get, what I want will also help you get what you want? Because if I'm going to say, Hey, will you go get me this thing? You're probably not going to go get it unless there's some reason for you to do it. Cause you're going to be like, well,

what's in it for me? Just making Rob feel good for some people. That's enough. But people are always asking themselves what's in it for me. So if you can always think to yourself, okay, how can I position this so that this person can get something out of it and they can see what they're getting out of it, they're more likely to say yes. Yeah. Yeah. And you know, there's, there's many examples of what this, this could look like. It could be asking somebody for a favor. It could be, um, in fact, I think a few years ago you inspired me to ask for a discount every time that I went anywhere. And so I just started asking for discounts and I had to get creative because I got, I got a few no's and I was like, how can I just started asking for discounts and I had to get creative because I got, I got a few nos and I was like, how can I turn these nos into yeses? And it was

really about like finding the win-win situation. Like, Hey, you know, I really love your coffee here at Starbucks. And, uh, you know, uh, there's a lot of people that I know would really love Starbucks as well. And Hey, would it be valuable for you guys? If I spread the word by putting a post on my Facebook or my Instagram, if you guys gave me a 10% discount, would you be open to that? That's a, that's a win-win situation. I had, I once told people, you know, about the discount situation and one girl was like, screw it. I'll go ask for a 20% discount. I said, ask for a 20% discount on coffee. She wouldn't ask for a 20% discount on a bag that was $600. And she saved $120 on a $600 bag simply because she just decided to ask for it.

Yeah. Right? So it's about, you know, it is a little bit of stepping out into courage and getting away from fear. But yeah, you know, I, hey, listen, I really love this car that I'm looking at. I know that you need to make some sales, man. I'm, I'm kind of on the edge. I know you need

to make some sales. You probably got a quota. You got a hit. I really want this car, but I don't want to spend what's the price tag that that's right here. Can I get a discount? How much of a discount can I get? Yeah. Yeah. If we could do this deal right now, can we get a discount? Right. I'll give you some, I'll give you the certainty of doing the deal. If you can give me what I want, which is the discount. So it, it, it is the win-win situation. So positioning every request, every, if you're asking for somebody to say yes, what are you going to show to kind of dance in that negotiation? dance in that negotiation. Yeah, for sure. And so you could do it that way, or you could go really in depth and make it a real good win-win where it's like, Hey, I like this car along with a few of the other cars that out here on the lot. You know, it's really nice that if more people knew about your dealership, I would imagine that probably help you, right? You'd probably be able to get some more people. If you sell more, wouldn't you agree? You know, if I, if I were to

spread the word with my network and you were to give me a discount, would you guys be open to doing something like that? Cause I know you got a quota. You probably want to hit, right? It's like you're winning because you're making the sale. You got a quote. I know you do. I'm in sales too. I've always been in sales. You've got a quota. I want this car. How can we both make sure that we're scratching each other's back in this situation? Yeah. I love that. So yeah, that's a big point. The win-win situation, if you look for the win-win and position it as like, hey, I want to help you and I also, I want something in return as well. And so we both win. That's a really aligned way to go through any sort asking for a definitive yes or no. Yeah. Or leaving it open. Yeah. Do you want a really great example of this?

Yes. Okay. How hard is it for any person to figure out where you're going to go to eat with whoever you're in a relationship with, right? So it's like... Hey, what do you want to do for dinner tonight? That's the worst thing to do. Lauren and I eat dinner every single night. We don't, we don't cook anything at home. We work until six o'clock and then we're like, all right, we got to get out of this house. Let's go and do it. And so it's like, Hey, where do you want to

go eat? I don't know. What do you want to say? I don't know. Where do you want to go? Like it's, it's this game of, I don't know, where do you want to go? But if I say, Hey, you know, if, if I'm thinking and I'm like, all right, we go to basically seven places. Yeah. There's a sushi place that I really want. Maybe I'll go for some sushi today. There's also this American place that has a whole bunch of different options. You know, so there's there's Bon Sushi or there's the Grove.

You know, Lauren, do you want to go to Bon Sushi? You want to go to the Grove tonight? I want to go to the Grove. Perfect. I'm getting what I want. Yeah. She's also getting the choice to figure out whatever she wants. But it's a lot easier than going, hey, do you want to go get some food? Yeah. Where do you

want to go? I don't know. Yeah. Or giving an option of a yes or no. Hey, is there something that's interfering with your happiness or preventing you from achieving your goals? Maybe it's anxiety or stress or worry with all the stuff that's happening in the world right now. Well, better help will assess your needs and match you with your own licensed professional therapist, and you can start communicating with them in under 48 hours. It's not a crisis line. It's not self-help. It's professional counseling done securely online. Then there's a broad range of expertise available depending on exactly what you need and the services available for clients worldwide. And you can log into your account at any time and send a message to your counselor.

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my community will be able to claim a free Element sample pack. All you have to do is cover the cost of shipping, which is five bucks for US customers. All you have to do is go to drinklmnt.com slash mindset. That is drinklmnt.com slash mindset. That is a drink L M N T dot com slash mindset. Yeah. And I think another part to this is you want to make it as easy as possible for people to say yes to whatever it is, you know, and to, and to align with what it is that you're, that you're proposing. So think back and we all have this experience very early on in our life when we took exams that had multiple choice exams or true false questions or the short answer questions, right? The short answer questions were always the toughest. But when we found that, oh my gosh, this exam is only 10 questions and they're all true false.

Hell yeah. It's because it's easier to make a decision on which one. And you know, it's at that point it was like, you know, what's right or wrong. But at the same time, like it just, it's easier to answer it because it's like, it's either this or that. I don't have to think anymore. And especially at the end of the day, which that might be another little tip in there is that after a long day of making decisions, we kind of have this like fuel tank of how many decisions we make on a daily basis. And it gets harder and harder and harder as the day goes on to make decisions. So especially with the dinner thing, that's huge to be able to give

that choice of two options. Yeah. And one thing we used to always do when we used to, you know, when we first started in sales and we would cold call people is we wouldn't say, Hey, are you interested in me coming over and, you know, making a demonstration for knives? We never said that. We would say, Hey, listen, I'm going to be in your area on Wednesday. Was just curious. Would five o'clock or seven o'clock work for you? Right. Almost every time they'd be like, Oh, seven o'clock works. Yeah. Versus Hey, Hey, what time can I come over? Yeah. What time can I come over or can I come over? Right. Right. Can I come over? Yeah. Can I come over? No, honey, you know, maybe call me back next Right. Right. Can I come over? Yeah. Can I come over? No, honey. You know, maybe call me back next week. Right. But if I'm like going to be near any at five o'clock or seven o'clock and then like five or seven, well, you know, probably be taking the

kids. I will. I know I'll be done with dinner and stuff. All right. Yeah. Seven works. Okay. Perfect. Right. It's just the psychology of just giving a choice of two options. I want both of those options. It makes it easier for whoever I'm setting up the appointment for. And it's really hard, you know, it'd be really weird if we have a very specific structure of the way that humans speak. And for me to say, think about how weird this would be if I said, Hey, you know, does five o'clock or seven o'clock work for you? And she goes, no, it doesn't. Humans don't communicate that way. But if I said, Hey, would it be okay if I came? That's a yes or no. But if I say five o'clock or seven o'clock, they actually have to go to thinking about if it works.

And they're like, oh yeah, I don't know. Those times don't really work. All right, well, what about it? You know, if I came by Thursday at one o'clock or three o'clock. All right, yeah, three o'clock works. Right, there's a certain way that humans communicate. And if you can use our communication

to help persuade in a way that works for both people, you might as well use it. Yep, 100%. So give a choice between two options versus asking an open-ended question. So number three is always promote, or another way of saying this is always paint the vision before asking. So this is, so like the cardinal sin here that we're going to, uh, just announce on this is never just ask for what you want and that's it. It's like, you know, um, like my sister, you know, she's, uh, I love her to death, but she's super hard to convince her to do anything. Right. Very, very indecisive. Yeah. But also super independent

where it's like, you know, the decision really is like, has to be, has to be hers. And Darlene, if you're listening to this, I love you. But, you know, but, and this just happened literally like a couple of days ago where I invited her to come to Austin and visit and we just moved here. So instead of just asking her like, Hey, want to come out to Austin? Want to, which is basically like, you know, she's a super busy entrepreneur, you know, she's got, you know, two dogs, she's, you know, she, she's living her life. And so the way that it could be received is like, Hey, do you want to, um, you know, with all the stuff that you have going on, you know, just drop everything and come out here to Austin.

And there's not a whole lot of energy. There's not a whole lot of vision in that request. And so I had to get really creative because I know her. And I also, frankly, I've been practicing this stuff for 15 years, so I'm really good at sales. You've been practicing this for 30-something years. Right, exactly. Yeah, she's the reason why i'm such a great salesperson but it was more like hey darlene you know i really miss hanging out with you i love you know the moments where we just hung out told jokes to each other

eating at great restaurants and not to mention the kids really want to invite you to denver's birthday party which is going to be a blast and it just wouldn't be the same without you and i know it's a little last minute but would you be open to coming out here and visiting next weekend? And how'd that go? She's like, Oh yeah, of course. You know, like there's, yeah, there's a lot going on, but I wouldn't miss it for the world. It sounds amazing. I'm like, I know it sounds amazing. Cause I made sure I promoted it first before I asked you. So what's the secret of there? So if you look at that, it could have just been, Hey, do you want to come to Austin? But obviously there was a lot of promotion

and there was a lot of excitement that gets somebody in the energy of, Hey, yeah, this does sound like something I want to do. Right. Yeah. Well, one of our earliest mentors taught us that, you know, really the definition of sales is a transfer of enthusiasm and, you know, influences, I would say influence is like a, another way of saying sales. You know, we just don't use the word sales because it has some stigmas attached to it, but sales is really just a transfer of enthusiasm and a way to communicate with somebody that's influencing their perspective or the, you know, how they, how they move forward in a decision. Yeah. And everybody's selling at all times. Before you go deeper into it,

I want to say this, you're always selling at everything you do. You know, I always say the best salespeople in the world are a four-year-old trying to convince you why they need to pop school before dinner. Yeah. Right?

Very influential. Yes, you've been selling since you were a child, right? When you meet somebody, you are selling them on why they should like you. When you're on a first date, you're selling them

on why they should go on a second date. If you're on a third date, you're selling them on why they should possibly go to bed with you. Like we're constantly selling. If you're on a first date, you're selling them why they should go on a second date. If you're on a third date, you're selling them on why they should possibly go to bed with you. Like we're constantly selling. If you're in a month in, two months, three months, eight months in, you're kind of always selling them on why they should possibly think about marriage. So we're always in this relationship of sales, whether the people want to admit it or not.

Right. Yeah. And if two people decide to, whether it's to do business with each other or to, you know, go on a date with each other or, you know, come visit each other in Austin, it doesn't matter what the negotiation is. The most important aspect is both parties have to have a similar enthusiasm for what they're agreeing to, right? The situation that they're creating as a result of that decision has to be something that they're both enthusiastic about. But if one party doesn't know,

you know, what they're actually like, what's to look forward to, what's in it for them, right? There's another element of that. If they don't have that enthusiasm, then the answer is going to be almost always no, right? So to promote it and then ask, like I would just challenge yourself if you're listening to this, just challenge yourself that anytime that you request something of somebody or

you ask a favor or you're in the middle of a sales conversation, if you're an entrepreneur, if you're a salesperson, just be conscious of each time that you ask a favor, ask somebody to meet you at a decision. Are you promoting it? Are you painting the vision? And is their level of enthusiasm close to the level of enthusiasm that you have for that decision? A hundred percent. Yep. So that's tip number four is always promote and then ask what's tip number or that's tip number three. What's tip number four? Yep. Tip number four is to remind the person that you're talking to that it would be really great to make this decision together and move into that vision, but to also give them the out, which is give them the option of saying no. And I know this sounds kind of counterintuitive and it is totally like, it's ironic that it works this way, but by telling somebody that you're unattached to them saying yes, and that, hey, if they say no, if they don't want to, that's okay.

By not having that pressure, because that's the, a lot of times people will say no, not to the proposition, but because they feel pressured. So if you alleviate any sort of pressure that might be in the conversation, whether it be from your perspective or their perspective, ironically, the more you do this, the more times you actually get a yes. Yeah. People don't want to be pressured and do anything. And at the same time, when people know they can always say no, it brings their guard down. And so it allows them to make an actual true authentic decision versus just feeling like they have to go do something, you know? And it's also kind of the art of one thing that's taught in sales is a push away, you know, like pushing, not being attached to what them say to them saying yes, but also at the same time being like, hey, you know, a lot of times in sales, we're like, I don't know if you are right for this. I don't know if this is right for you. And it's a good place to be in where the sale is not something that you have to have.

The persuasion is not something that you have to have. And I mean, when do you want somebody the most? When they just broke up with you. You like want them again. So when there's a little bit of a push away and there's a little bit of like, hey, I don't need you. I don't need you to buy. I don't need you to say yes to this.

Yeah. People kind of want to say yes even more. Yeah. Yeah. I remember in Cutco, we used to at the very beginning of that demonstration, we used to say, hey, this is the reason why I'm working so hard. And hey, if you end up buying something, it would really help me out, hit my goals so I can pay my way through school and, you know, pay for college and continue my

career. And it would really mean the world to me. But having said that, if you don't see anything that you want, don't buy it, don't buy it just because of me or just because you like me, you know, buy this. If you, if it really feels like something that you would use, get a lot of use out of, and you actually see the value. Is that fair? Yep. And then the beautiful thing about that is all of their guards down. So now they're going to, instead of going through an R case, a sales presentation with someone's guard up the entire time, it's like, Hey, you don't buy if you don't like anything, you know, I don't want you to do it just because you like me. And their guard comes down like, Oh, this person actually doesn't,

isn't going to come in and try to hardcore sell me. And when their guard is down, they can be more, like I said, make a more authentic decision and find out what is right for them. Yeah. Awesome. So let's go to number five and that is to use the right words and use the art of micro commitments. So let me first explain what a micro commitment is. And, you know, a micro commitment is essentially like kind of, I look at it as like checking the temperature and, you know, in a conversation where it's like, Hey, are you with me? But that's not necessarily what we're saying, but it's just like, are you following this, uh, you know, following where I'm, where I'm taking this conversation.

And it's, it's, you could get a yes and it's easier to get someone to say yes when they've already said yes before. Yeah. So if you're trying to get someone to say yes to a big thing, if they say yes to a few small things before, they're more likely to say yes when they've already said yes before. Yeah. So if you're trying to get someone to say yes to a big thing, if they say yes to a few small things before, they're more likely to say yes later on. Yeah. Like take this example. So, Hey Rob, can you do me a favor and run to the store and get me a drink? Versus Hey Rob, would you be open to doing me a really big favor? Yeah. I'd be open to that. Right. Yeah. Well, Hey, there's a new Gatorade that just came out and I heard it was really good. Would you be interested in buying me and me buying you one?

If you could run up to the store and pick one up for me? Yeah, I could probably do that. All right. So the, and by the way, we just put like a few tactics in there, right? We put it, put in the micro commitment. I asked you, Hey, would you be open to doing me a favor? Yes. Okay. Well, let's continue on in this conversation. And then I also win, win. Cause I get a Gatorade. Exactly. I bought you a Gatorade, dude. Let's go have a Gatorade together. All you have to do is just drive up to the store, get it, get off your ass, go get it for me. Yeah. So there's a win-win that's in there. Is there any other strategies in there as well? Well, just one thing I want to point out too, is that, you know, the difference between, can you do me a favor versus would you be open to doing me a favor that, that there's,

there's some psychology in here that I just want to unpack. Yeah. Yeah. It's super important because, you know, one, you know, the, the, the, can you is speaking to their willingness of their ability to do you the favor versus would you be open to is actually speaking more to their character. Right. So, you know, other examples of, you know, so there's, there's, Hey, can you do this? Will you do this? Um, you know, that, that, that's kind of the, the way that I think a lot of people communicate. We, I mean, you know, there's times where I even still use that, but you know, if we're just conscious enough to kind of catch ourself and say, okay, instead of speaking to their willingness or their ability to actually do it,

because, you know, I say, Hey, can you do me a favor? It's like, yeah, I can. Right. It doesn't mean I will. Right. Right. So it's actually more thoughtful, conscious and pure communication when we're speaking to the characteristic of them being open to doing me a favor. So some examples of what this could look like are, Hey, would you consider doing me a favor or, Hey, would you be excited about getting a Gatorade? If I paid it, you know, paid for, for two of them and you pick them up, uh, would you be comfortable doing this or would

you be comfortable with, right? So it's not your ability or willingness. It's, it's speaking to more of the characteristic of being comfortable, being excited or being open to consider. And a big part about that as well, there's, there's a thing called a law of consistency and the law of consistency is I want to stay on track with who I think I am. So if you're asking me just to go get a Gatorade, probably not. But if you say, Hey, would you do me a really big favor in my head? I'm going, do I like Dean? Do I want to do him a favor? Am I the type of person that follows through for my friends? That's subconsciously running all in the, in a split second. I'm then saying, yeah, I'll do that because now I'm saying I'm somebody who shows up for my friends and does favors for my friends because I love them.

And then when you ask me to do it, law of consistency, now I want to do it because I've already told myself in your first question, subconsciously who I am. Now I need to follow through who I am because the law of consistency says I need to stay consistent with who I think I am. Yeah. Yeah, for sure. Well, let's have some fun with this. Let's put this all together and we're going to actually role play a conversation and kind of unpack it as we go. And, um, you know, first let's talk about the wrong way. Right. So, um, Hey Rob, do you want to try this new restaurant down the road? No, no. Okay. All right. Well, I guess I'll just go by myself. I really like, uh, I really like Longhorn. Okay. All right. Well, I know they got the steak I want. I'm

just going to go to Longhorn. Okay. And you definitely don't want to try the new restaurant. I don't even want to hear you finish the sentence. Just shut up. Shut your face. All right. So now let's bring everything in that we've talked about. All five tips. Let's bring them in. All right. So, hey, Rob, I'm pretty hungry, man. What about you? Yeah, man, I'm pretty hungry. Yeah. Well, you know, there's a really great restaurant that just opened up right around the corner that has some really incredible reviews. And I'd really like to try it out. Have you heard of it?

I heard a little bit about it. Yeah. Cool. Well, you know, I know you usually like to go to Longhorn, but would you be open to trying something new? Yeah. Yeah, I guess we could do that. Okay, cool. Well, Hey, would six 30 tonight or six 30 tomorrow work better for you? I got some time. Let's go tonight. All right. Awesome. See you then. Okay. So let's break down. What do we just do here versus just saying, Hey, do you want to go try this new restaurant? Well, the very first thing that I said is Rob,

I'm pretty hungry, man. What about you? Yep. Right. I'm trying to find some common ground, right? I'm trying to find the, the win-win. It's like, Oh, you're hungry. I'm hungry too. Okay. So we want the same, we're moving in the same direction. That's also a, uh, a micro commitment as well, because it's like, I'm checking the temperature and also the law of congruency. Because now that you said, yeah, you know what, Dean, I am hungry. The objection of like, actually, for the new restaurant, I'm not hungry. Yeah.

You already said you're hungry. So using that as kind of the. It's already my first yes. Yep. You already got the yes. So what was the next thing? So, hey, well, there's a really great restaurant that just opened up right around the corner that has some really incredible reviews.

What am I doing? I'm promoting this thing. Get me excited. I'm also bringing in some social proof. Like not only me thinks this, like there's a ton of people that think this, right. There's, you know, some really incredible reviews and I'd really like to try it out. Hey, have you heard of it? Yeah, I've heard of it a little bit, but I don't know much about it. Right. So I'm promoting the vision. I'm creating some enthusiasm. And then I'm also breaking up the conversation with the question again, checking the temperature. Yep. Well, I know you usually like to go to Longhorn. Right. Which is automatically getting the objection of no, I want to go to Longhorn.

Yep. Can't say that anymore. Right. I already know. Yeah. Like Rob's not going to turn around and say, well, no, I, I usually like to go to Longhorn. It's like, yeah, no, I just told you, you usually like to go to Longhorn. Right. So I know you usually like to go to Longhorn, but would you be open to trying something new? Right. Handling the objection of, I like to go to Longhorn and speaking to the characteristic of trying something new. So really, I'm like, hey, Rob, are you open-minded? Yep, exactly. Nobody's going to be like, no, I don't like trying new things.

I don't like not doing new stuff. I'm boring. Right. But also just by saying yes to like, yeah, I'm being open-minded about this. Yep. Being congruent whenever I ask you, hey, do you want to try this new restaurant? Right? That's the pure request there. You've now stated, I am an open-minded person.

And so who would I have to be for me to be able to even say no if I was open-minded, if I was hungry, right? So I handled all these objections before they could even come up because I know Rob's hungry. I know Rob loves going to Longhorn. And I also know that Rob is open minded. And when he declares himself to be that by saying, cool, well, you know, let me give you a choice of two times and make it super simple for you tonight at 630 or tomorrow at 630, which works better. Well, I'm really hungry now. I'm not going to wait 24 hours and go to tomorrow at 6.30. Yeah, let's go right now. Let's go right now. Ready? Yep. All right, cool.

So what we did there was literally break down. And in my mind, I'm excited to go to this because you already promoted it. I'm already feeling consistent because I'm saying what I'm, you know, I'm following through. I'm the type of person who likes to try new things. I am hungry and I might as well go. And so it's not like I would then feel bad at this point. I would probably be more excited, but you got what you wanted. I got what I wanted. It's a win-win. We're both going to get some food. Now we're going to go to, I don't even know if I've ever

been to a Longhorn. That's a funny place. It's probably been a decade. Not going to Longhorn. But that's the good thing about it is that you can see through this, bring all of this together and go, wow, none of that sounded high pressured and pushy, which we teach whenever we teach anything. Whenever we teach in our Kaizen Mastermind, we teach high level entrepreneurs and leaders. We teach them how to sell.

It's not high pressure and pushy. When we teach people in our coaching program, we teach them how to build coaching businesses. We teach them how to be low key and laid back and never be high pressure and pushy. If you have to be high pressure and pushy, you're a shitty salesperson. That's the truth of the matter. But if you understand the psychology of the way somebody computes in their head and decides whether they want to say yes or no. It makes it super simple. And with these five tactics, you've got them. So number one, you got to position as a win-win. Number two, you've got to give a choice between two options versus having it open-ended or asking a yes or no question. Number three, always promote and then ask them if they want to move further. Number four, remind them that it would be really great to make this decision together and then

move into the picture that you are painting and let them know they can always say no, you're completely unattached. And number five, use the right words and use the art of the micro commitment. So that everybody is how you get somebody to say yes and to feel good about saying yes. So that's what we got for you for today's episode. If you love this episode, please share it. If you're also interested in learning how you can work with Dean and I in your business to grow it over the course of an entire year, we work with a lot of business owners

to teach them these types of things so that they can teach it to themselves. They can teach it to their team members. They can grow their business and they can scale their business in massive ways. Go ahead and send Dean an email, dean at robdial.com. We will be able to see if it's right for you, if you're right for us, if we're right for you. And absolutely no commitments are required just

to send the email. So dean at robdial.com. And I'm going to leave the same way I leave you every single episode, make it your mission to make someone else's day better. I appreciate you. And I hope that you have an amazing day.